Find the pain buyers want to solve

. . In an earlier post I talked about the 4 P’s of Product Marketing. The first being pain and the buyer’s need to know: “Do you solve my pain? I really don’t care about how smart you are.” After reading Seth Godin’s “Some problems are easier to sell” I am second guessing that buyer question. … Continue reading Find the pain buyers want to solve

Why we need a game plan with little wins

One of the things I  learned about myself after four quarters of using the Full Focus Planner is that the biggest piece of my growth the past year came from a simple move away from adding up little wins to focusing on the little wins that add up. Let's face it, we all have a … Continue reading Why we need a game plan with little wins

Focus on your buyer’s 4 P’s when marketing and selling your product

When it comes to product marketing, I stand by one simple rule: know your buyer. Knowing your buyer goes way beyond documenting demographics, business drivers, challenges, and emotional triggers and aligning across sales and marketing. It's about empathy.  It's about having affinity, rapport, sympathy, understanding, sensitivity, sensibility, identification, awareness  and like-mindedness with the person - … Continue reading Focus on your buyer’s 4 P’s when marketing and selling your product